THE IMPORTANCE OF STRATEGIES IN THE SALE PROCESS

Abstract

The science of marketing, in this case the art of negotiation and selling, is inseparably linked to the salesperson’s ability to think, plan and implement strategies. A good negotiator is above all, a good strategist, able to combine effectively the constituents of his/her work, from the intrinsic psychological resources (temperament, intuition, will, motivation, loquaciousness), to those related to external factors, circumstances (economic, financial situation, market competition, customer relationships). The act of selling is not confined to certain prosaic conversations between salesperson and customer, regarding needs and offers, but includes beforehand a complex process streamlined and systematized based on a set goal and on objectives measurable by shrewdly handling tactics of negotiation. The sales strategies used, from the traditional to the innovative, personalized ones, consistent with the trends and pace of life today, is therefore the essence of value in the science of sale.

Keywords

• sale strategies
• personal negotiation style
• strategic move
• value innovation
• classic strategies vs. modern strategies.